This document contains a collection of short passages on various topics related to sales and customer focused selling. The passages provide tips, reminders and perspectives for sales professionals, such as focusing on understanding customer needs rather than just selling products, asking questions to learn about customers, and adapting presentations based on individual customers' interests and priorities. The document encourages taking a customer-centric approach to maximize sales effectiveness and build strong customer relationships.
Common mistakes made by sales people and how to avoid them - Juma WilliamJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Common mistakes made by sales people and how to avoid them juma williamJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Common mistakes made by sales people and how to avoid themJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Slide share version of sales as an art and science the 10-step sales proces...Steven Tulman
I was invited to give a presentation to the MBA and HBA students at the Richard Ivey School of Business on the topic of how to succeed at a career in Professional Sales. Here are the slides that I used to present to the students.
Common mistakes made by sales people and how to avoid them - Juma WilliamJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Common mistakes made by sales people and how to avoid them juma williamJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Common mistakes made by sales people and how to avoid themJuma William
Selling products is like making a relationship. It needs deep understanding and listening skills. There is a difference between CONTACT and CONTRACT, which is R that stands for Relationship.
CLIENTS NEEDS:
1. Respect,
2. Genuine Product,
3. After sale's service
4. Feedback-ask how the product/service is?
5. Relationship-Continuous vibes.
Slide share version of sales as an art and science the 10-step sales proces...Steven Tulman
I was invited to give a presentation to the MBA and HBA students at the Richard Ivey School of Business on the topic of how to succeed at a career in Professional Sales. Here are the slides that I used to present to the students.
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
Find the magic: Produce better outcomes by designing intentional learning exp...Sharon Boller
This presentation for Amazon's 2021 LXD Conference overviews how to apply design thinking principles to learning experience design. It identifies four design thinking tools practitioners can use and offers worked examples of each one.
Account management can get tricky and frustrating at times. But it is all about learning from your experience and getting better at it. Here is quick deck outlining 10 learnings of an account manager at a digital agency! Hope you find it useful :)
Effective selling skills - the module can be used to coach sales teams on different selling techniques. It covers fundamental principles of sales, various techniques applicable across industries.
Hoe ziet de arbeidsmarkt eruit na de crisis, met de verwachte vergrijzing en tekorten aan werknemers? Welke aanpassingen van het huidige beleid zijn noodzakelijk om een moderne Europese arbeidsmarkt te creëren? Welke rol speelt parttime- en uitzendarbeid in deze discussie? Deze vragen komen aan bod in het vandaag door Ben Noteboom gepresenteerde eerste exemplaar van “Bridging the Gap”. Minister Piet Hein Donner nam het nieuwe onderzoeksrapport van SEO Economisch Onderzoek in ontvangst.
B2B Solutions' Sales success simplified. Follow this path to make success repeatable and profitable consistently.
This presentation was created leveraging my 20+years of living and practicing these success-steps and harnessing them all at www.interactiveye.com : a business tranformation and digital marketing innovation consulting firm. Cheers anshumali@interactiveye.com
Find the magic: Produce better outcomes by designing intentional learning exp...Sharon Boller
This presentation for Amazon's 2021 LXD Conference overviews how to apply design thinking principles to learning experience design. It identifies four design thinking tools practitioners can use and offers worked examples of each one.
Account management can get tricky and frustrating at times. But it is all about learning from your experience and getting better at it. Here is quick deck outlining 10 learnings of an account manager at a digital agency! Hope you find it useful :)
Effective selling skills - the module can be used to coach sales teams on different selling techniques. It covers fundamental principles of sales, various techniques applicable across industries.
Hoe ziet de arbeidsmarkt eruit na de crisis, met de verwachte vergrijzing en tekorten aan werknemers? Welke aanpassingen van het huidige beleid zijn noodzakelijk om een moderne Europese arbeidsmarkt te creëren? Welke rol speelt parttime- en uitzendarbeid in deze discussie? Deze vragen komen aan bod in het vandaag door Ben Noteboom gepresenteerde eerste exemplaar van “Bridging the Gap”. Minister Piet Hein Donner nam het nieuwe onderzoeksrapport van SEO Economisch Onderzoek in ontvangst.
Traditional selling process comprising of 7 steps is mentioned in this PPT. The difference between solution selling and Insight selling is brought to light. Referred Harvard Business Review and other leading Journals for making this PPT.
Connecting: The Key to a Successful Buying and Selling RelationshipBob Hafer
You only meet a new customer for the first time once. What is done at that time sets up the relationship you will have from that moment forward. In a consumer research article in the Wall Street Journal, 57% of the respondents stated, “The reason I didn’t buy was because I didn’t like the salesperson”. This means customers are more likely to say yes to someone they like.
However, before customers will like you, you must demonstrate through words and actions that you like customers. The strategies for ‘liking’ are developed in this PowerPoint seminar.
There are four distinct elements which make up the ‘Connecting’ process:
1.Attitude
2.Building rapport
3.Presentation
4.Determining needs
When you want to get started building a super sales team, what are things you want to tell them. Sales is not about just numbers or just saying Yes/No and Next. Sales is about building relationships, It is about creating that trust in the minds of your prospects. That can happen only when you listen.. actively. And then get into their shoes and provide them a solution. Your product or service may or may not be a 100% fit. But if you are sure that you are true to your customers, you will be a great sales guy!
This book has been written to assist entrepreneurs, especially those who have no sales experience, to gain a better understanding of sales. It is one of the elements of setting up a business that many entrepreneurs dislike. However, with the right positive mental attitude selling is not as daunting as many people believe. This book is the result of 20 years practice, research and discussion on the subject of sales. It is a guide and starting point for readers who wish to begin their journey on the road of sales and negotiating
Developing selling skills presented at lorache consulting lagosDaniel Chinagozi
Effective Selling Skills Presentation, during and in-house training For Lorache Consulting Lagos, Nigeria. Sharing on how to move from Transactional selling to Consultative selling
This presentation introduces the basics of needs-based selling processes. If you or your sales team is struggling to achieve your objectives, then this presentation is a must view. For more information contact us at dave.gregory@inspiredperformancesolutions.com
In selling technique, a sales presentation or sales pitch is a line of talk that attempts to persuade someone or something, with a planned sales presentation strategy of a product or service designed to initiate and close a sale of the product or service.
TLSA, a popular provider of sales training solutions, offers expert consultancy, training, and eLearning solutions for sales teams across the globe. Their seasoned sales experts work closely with clients to identify areas for improvement, develop customised solutions, and implement strategies that drive revenue growth. For more information, please visit: https://tlsasalestraining.co.uk/
I would define ‘Customer Experience’as:
‘How customers or prospective customers perceive their interactions with your organisation’
Customer experience encompasses every aspect of an organisation’s offering - the quality of customer care, of course, but also advertising, packaging, product and service features, ease of use, and reliability.
How can you drive a consistently good and improving Customer Experience for your customers or prospects?
In this A to Z I’ll give you some of the answers and some tips from Oak Consult
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
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Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
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Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...
Thoughts To Sell By
1. Welcome to Thoughts to sell by. This is a venue to share
thoughts, ideas and successes on selling with sales
professionals. Each slide presents a short message that
can function as a weekly reminder, motivator, or a
“thought for the day.”
Please contact me with any questions, thoughts or ideas.
Ed Woytowicz
woytowie@aol.com
2. Focus on the Customer
There is one technique that you can incorporate in
your sales calls to maximize the quality of
presentations. This is to shift your thinking from a
seller mentality to a buyer focus. The buyer focus
allows you to understand the customer’s needs instead
of only thinking in a persuading fashion. Once this
shift in thinking has occurred the sales person can
concentrate on the product knowledge that is relevant
to the customers need, and be more likely to ask
questions concerning the customer’s issues.
3. Vision
“What are you doing?” A passerby asked of three workers
standing beside a building under construction.
The first worker, looking tired and drained, replied, “I’m just
cutting stone.” The second one answered, “Working to make a
living.” The third worker, who was singing, said, “I’m building
a cathedral!”
Are you just cutting stone at work? Is that why you’re often
drained of energy and lacking of enthusiasm? Are you just
trying to make a living? Is that why you find no excitement in
what you do? Or are you building or doing something great?
Ask yourself: What great thing do I want to do today? Don’t
waste your life just cutting stone. Start building cathedrals.
4. Questioning
The natural inclination for a sales person is to talk. This
is dangerous. The outcome of the call is in large part
determined by your ability to get the customer to see
your product in a favorable light. This means that you
must discover and point out a relationship between the
buyer’s needs and the sales points of your product. This,
in turn, calls for skillful questioning to learn enough
about the buyer’s knowledge and attitudes to establish
this relationship.
After asking a question you can acquire this information
only by listening, not by talking.
5. Earn the Right to Advance
If you are to achieve your sales goals, you must be
sufficiently mature and self-controlled to put the buyer’s
interest ahead of your own. To achieve your own
objectives, you must satisfy the buyer’s needs first. If
you attempt to satisfy your own needs first – to make a
sale – you will fail.
6. Focus on the Customer
Gone is the idea of selling the customer on your product.
Don’t focus on your great products, or impeccable
service, but instead focus on your customer’s needs.
Time in front of customers is precious, and when the
situation presents, reps often can’t wait to deliver their
core message, get selling, and close the deal. But…if
you want to sell most effectively, build trust and
credibility, and increase customer access; you have to
wait to start selling your product. First, shine the
spotlight on the customer!
7. Focus on the Customer
If you are doing all the talking, focusing entirely on your
needs, and not engaging your customers in a dialogue,
they are likely to ignore what you have to say. Put
yourself in your customer’s shoes; that’s what customer
focused selling is all about. Wouldn’t you rather deal
with a salesperson that explores solutions to your
challenges than one who only focuses on their products?
8. Change
Have you ever noticed how the beach never looks the
same twice, that storms constantly move the sand around?
How is the beach a metaphor for the change that we are
facing on the job and in the industry? We are constantly
challenged to re-think the way we approach and do
business with our customers – but that involves change,
and many of us are resistant to change. Customer
Focused Selling can be frightening; everything will look
different for a while. But eventually the relationship will
came back, bringing more time and respect then ever
before. Oh, and by the way, you’ll also sell your product.
9. Closing
After moving through the initial steps of a solid selling presentation, the
only step left is to ASK for the business. This last step, when done well,
is the natural outcome of the entire selling process. By using Customer
Focused Selling you’ve earned the right to ask for action. This should
be the most satisfying part of a sales call, and it will help you attain
your individual sales goals. Top sales people ask for the business to
achieve their goals in:
•Retaining and Expanding Accounts
•Acquiring New Ones
•Increasing Sales
Many customers don’t like a hard manipulative close. If closing may
push the customer away, or seem insensitive, conclude the call in a way
that leaves the door open for your next call. While you conclude the
current sales call, you are beginning your pre-call planning for your
next sales call.
10. A Business Plan is a tool that you create by organizing your business
planning data and ideas into written form.
At first, it may seem that taking the time to develop a good business plan
is not really that urgent. In times when business savvy is crucial to
understanding and operating in the changing economic environment,
effective business planning may distinguish successful representatives
from all the rest.
•The first part of a plan is the Executive Summary. It will cover the
basics, and the primary function is to capture interest. Since it is the first
part that people see, it must be well organized and written. Write it last,
you’ll be sure to capture all the important points.
•Nextis an analysis of the current situation. It is an evaluation of the
current marketplace status relative to your company, customers, and
competition.
•Finally,
there is a planning portion. Include all the “How to’s” of
meeting your objectives.
Remember, a well developed Business Plan provides a forum to
demonstrate your business acumen that can help with being an effective
salesperson and may impact your chances for career advancement.
11. Sales Issues
At exactly the time when amateurs jump in and provide
solutions, experts are still…
–Clarifying and checking assumptions, by
–Seeking to understand, and…
–Asking additional qualifying questions, aimed at…
–Learning more about the impact of the issue, and…
–Learning what solving the issue will mean for the customer, to…
–Lead the customer to define advantages and benefits, in their
own words, that may be directly applicable to the products.
Because, when the customer begins to discuss the
benefits, he/she is selling to themselves. Customers are
always more persuaded by their own words than yours.
12. Connecting
When interacting with customers, be open and suspend
judgment. Keep DIALOGUE and decision-making
separate – DIALOGUE precedes decision-making,
detailing, or action.
•Speak sincerely and treat your customer as a peer.
•Listen with empathy - acknowledging you have heard others
and that you care.
•Look for common ground – identifying areas where you agree.
•Search for and disclose hidden assumptions – especially in
yourself.
Meaningful DIALOGUE will effect the relationship you
have with your customers, and result in progressive
results.
13. Focus on the Customer
Do most representatives spend as much time learning the
critical success factors of each customer they call on as
they do the hobbies and pastimes of key contacts? Not all
customers will value the same thing; there is no “one size
fits all” approach. Some interactions work well with a
personal touch, others demand a more business-to-
business approach.
Passion, knowledge and confidence are necessary to
portray value in any presentation. Confidence is the by-
product of having a working knowledge of key customer
issues so that you can credibly discuss them and use them
effectively, in order to give context to the discussion.
Remember, one of the driving principles of Customer
Focused Selling is to Focus on the Customer.
14. Focus on the Customer
A good customer relationship begins with listening and
asking good questions. Questions that reveal what your
customer needs and values. You can only provide your
customer with a valuable solution if you know what they
want. As much as this seems to be common sense,
Common Sense isn’t always Common Practice
Often, the entire customer interaction is focused on
pushing the product. As you try to single-mindedly
compel your customers towards your product, what value
do you bring to your customer? Remember, value is
defined by the customer – not the product, Find Out
What The Customers Value.
15. Thoughts, like fleas, jump from man to man.
But they don’t bite everybody.
Stanislaw Lec
Please contact me with any questions, thoughts or ideas.
Ed Woytowicz
woytowie@aol.com